CSA Rebrands Business Services Division, Promises Focus on New Vertical Markets and Strengthened Core

Brendan Morse and Allison Correia
Feb 12, 2015

 

At its Second Anniversary Event, Canon Solutions America (CSA)unveiled the name change of its Business Services Division to Enterprise Managed Services Division (EMS). VP of Enterprise Services and Solutions, John Reilly, and VP of Managed Services, Valerie Belli, gave the presentation detailing the rebranded division.

The new division will broaden its focus by taking on new vertical markets. We had a chance to sit down with John Reilly and Valerie Belli to discuss this more in detail. Our conversation centered around four verticals: Investment Banking, Higher Education, Healthcare, and a narrower segment best described as sophisticated engineering & manufacturing.  Investment banking is their largest focus and strongest area for CSA with installations nationwide. Healthcare and Higher Education are  have the lowest rate of adoption of managed services (~20%) due to heavy regulations and strict cost constraints, but despite this, Belli cited these areas as the fastest growing and high opportunities for CSA. She went on to say that smaller sub-segments had pain points that CSA can solve like the need for custom and highly secure solutions combined with limited internal IT resources.

CSA signaled clearly that EMS will continue to focus on high-valued added and complex managed services engagements. In addition, there is a growing confidence that the professional and managed services organizations have the skills and credibility to delve deeper into enterprise IT environments. Outside of the technical aspects, Belli also seemed confident that the organization has developed the soft skills necessary for close partnership models with other solutions/systems providers, internal IT, and third party managed IT service providers.

Speaking to wider strategy, capturing market share will be the primary growth strategy for CSA and the Enterprise Managed Services Division.  Leveraging industry associations will be another CSA-wide initiative. According to John Reilly, this will be particularly important for EMS because of the new vertical strategy which necessitates understanding industry specific solutions.  In addition, more detailed and increasingly real-time reporting on pre-and post-engagement outcomes is viewed as a valuable tool in demonstrating the value of CSA’s solutions and services.

Looking more toward the future (Third or Fourth Anniversary Event?), the group also announced a still nascent plan to launch a Global Center for Excellence (GCOE).  This subject was short on details, but it appears to be geared towards building out additional capabilities around enterprise IT Infrastructure and expanding the solutions and services portfolio to reach portions of the mid-market. It seems CSA has a lot in the works, and we look forward to seeing these ideas come into fruition over the coming months.

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